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A method of teaching negotiating skill.

P J Fos1

  • 1School of Public Health and Tropical Medicines, Tulane University, New Orleans, LA 70112.

The Journal of Health Administration Education
|February 3, 1992
PubMed
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Analytical information significantly improves negotiation outcomes for healthcare contracts. Using data enhances decision quality, efficiency, and joint success for physicians and health maintenance organization managers.

Area of Science:

  • Healthcare Management
  • Negotiation Theory
  • Decision Science

Background:

  • Contract negotiations between physicians and healthcare managers can be adversarial.
  • Improving negotiation skills and outcomes is crucial for effective healthcare delivery.
  • The role of analytical information in mitigating negotiation challenges is underexplored.

Purpose of the Study:

  • To investigate the impact of analytical information on negotiation quality and efficiency.
  • To determine if analytical tools can lead to mutually beneficial (win-win) healthcare contracts.
  • To assess the learnability of negotiation skills for healthcare professionals.

Main Methods:

  • An experiment involving Master of Health Administration (M.H.A.) and medical students.

Related Experiment Videos

  • Development of a computer-based bargaining choice model to capture negotiator preferences.
  • Comparison of negotiation outcomes between groups using and not using analytical information during preparation.

    • Main Results:

    • Subjects using analytical information demonstrated significantly higher quality individual decisions.
    • Enhanced efficiency in negotiation processes was observed with analytical information use.
    • Significantly improved joint quality and overall success were achieved by negotiators utilizing analytical data.

    Conclusions:

    • Analytical information positively impacts healthcare contract negotiations.
    • Data-driven preparation enhances both individual and joint negotiation performance.
    • Models supporting negotiator choice behavior are valuable for training healthcare administrators and physicians.